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Tell Your Clients The Truth, The Whole Truth, and Nothing But The Truth To Succeed In Selling Insurance!

03/23/2021 – One of the biggest problems we have in our industry is that many agents are not telling their clients the whole truth! They are exaggerating, misleading, and flat-out lying, just to succeed in selling insurance. Then they wonder why so many people just don’t trust us. And it is why people sue us and our companies! Is it any wonder that we have so many compliance issues in insurance sales? Tell your clients the truth and nothing but the truth in order to earn people’s trust and win their confidence to succeed in selling insurance.

Why Has Lying Become An Acceptable Way To Succeed In Selling Insurance?

Unfortunately, not telling clients the whole truth has become a perfectly acceptable way of selling insurance for many salespeople. For most people, it is a case of the result justifying the means. Even some of the leading marketing and sales trainers, encourage us to use less-than-ethical techniques to attract prospects, and set appointments, so we can close insurance sales.

I don’t know about you, but when I was growing up, my parents taught me to always be truthful. That lying was a bad thing – even telling little white lies.

Everything we teach should revolve around being open, transparent, and honest. Above all, we should be listening to and helping people to understand and find real solutions to their problems! Which is the basis of an honest business relationship. It is the best way for you to earn people’s trust and confidence to succeed when you are selling insurance.

Tell Your Clients The Truth to Earn People’s Trust and Confidence!

Here are some examples of the truths you should be telling your clients. But only if you want to attract more clients, sell more insurance, get more referrals, and keep from being sued!

Unfortunately, there are no guarantees. No one can predict what the economy, income taxes, inflation, interest rates, or the stock market is going to do a year from now. Let alone 10-20 years in the future. The best we can do is to make intelligent and informed decisions. So that we can give you a high probability of achieving your goals.”

“The bottom line is that we can only make the best decisions we can, based on what’s happening right now. We have no control over the future.”

“Contrary to what the investment companies and the media want us to believe, the most you can expect is around a 6 % overall return on your money. Provided you have at least 10-15 years before you have to touch the money.”

“According to Dalbar, the overage investor makes less than 4% a year!”

“Once you start withdrawing your money in retirement, then the most you can withdraw is 3 percent to 4 percent per year. If you want to have a good chance of making your money last throughout all your retirement years”

“No matter where you invest your money, there are costs, annual fees, and/or withdrawal penalties.”

“Based on what you want, the money you have to invest, and the timeframe you’ve given me, I have no way of getting you there. To get there, you are going to have to save/invest more money. You can cut back on your lifestyle spending. You can get a second job. Your spouse can go to work. You can change your timeframe. You can lower your goals. There are only so many options. We will focus on those within your control.”

More Truth To Tell Your Clients!

“I have no idea what the stock market is going to do.”

“I have no idea what is going to happen with interest rates.”

“And I have no idea what inflation and income taxes are going to be.”

“All we can do is make an educated guess. And then take the action that will give you the highest probability of achieving your goals, regardless of what happens in the market, the economy, or world events.”

“If you can’t afford to lose the money, then you can’t afford to put it at risk in the stock market.”

“No, I don’t believe that the investment gurus can consistently beat the market. I believe that successfully achieving your goals is about having a diversified portfolio, with safe money.”

“If you are set on getting a consistent 10 percent or better return, then I really can’t help you.”

“I don’t think you are going to become disabled either, but the statistical probability is the same, whether you believe you will or you believe you won’t. So, yes, you do have to invest in some disability insurance.”

“The problem with term life insurance is that it is generally unaffordable at older ages, and it probably won’t be there when you die.”

Can You Succeed In Selling Insurance By Telling Your Clients The Truth?

Not only can you succeed in selling insurance when you tell your client the truth. You must do so if you want to build a highly successful and profitable business now and in the future selling insurance.

Consider you can tell your clients and prospects what they want to hear or you can tell them the truth. If you tell people what they want to hear, then yes, you will initially succeed in selling some insurance. But eventually, you will lose the client, their trust and respect, and your reputation. When things don’t turn out as promised.

Your best prospects and clients, the ones who will stay with you over the years, are the ones who want to hear the truth and will appreciate the truth.

For those agents and advisors who take the time to learn the proper and ethical ways to market and sell their insurance products and services, the rewards are wonderful.

When you are open and honest. When will you earn people’s trust and confidence And then you really listen to your prospects and clients, they will start to see you as a trusted advisor instead of just a salesperson. They will seek your advice. They will buy insurance and annuities from you over and over again. Price is no longer the main issue. They won’t procrastinate. With confidence, they will refer you to their friends and family. You will be working fewer hours, with much less stress. While you will make a great income and succeed selling insurance.

But you have to tell the truth, the whole truth… And nothing but the truth! So you earn their trust and win their confidence. Every advisor has to prove their worthiness.

Best of all, when you learn to help people get what they want and need. You will also feel a lot better about yourself and your profession. You will want to protect your reputation and you will want to protect your profession. This is no longer your job. This becomes your calling, distinguishes you from others, and enhances your career. You are proud to be an advisor that sells insurance.

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Tell your client the truth about their situation. Show them you care and are not there just to make a sale. It is the best way to guarantee you succeed in selling insurance!

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